Sales and Distribution Management Antim Prahar 2026

1 Sales Management. Explain the importance and role of selling in the overall marketing process of an organization

•Sales Management

•Definition of Sales Management
Sales management refers to the planning, organizing, directing, and controlling of sales activities of an organization in order to achieve sales objectives efficiently and effectively. It involves managing the sales force, developing sales strategies, setting sales targets, and ensuring customer satisfaction while contributing to overall organizational goals.

•Importance and Role of Selling in the Overall Marketing Process

•Link between Company and Customers
Selling acts as a direct link between the organization and its customers. Through personal selling, the company understands customer needs, preferences, and problems, which helps in better marketing decisions.

•Conversion of Plans into Revenue
Marketing plans such as product development, pricing, and promotion generate demand, but selling converts this demand into actual sales and revenue. Without selling, marketing efforts remain incomplete.